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Let’s Shake on That
The handshake … the universal sign of peace, greetings and salutations. Yet it is sad to see the number of business people, particularly women, who do not use the handshake or fail to shake properly.
Have you ever stuck your hand out to greet someone who left you hanging? I have, how terribly awkward and pathetic. I’ve also been greeted by people who want to give me a ‘high five’ or a ‘pound’ (fists touching). Those improvised handshakes may have a place, however it’s not protocol in business.
Male or female – gender should make no difference. The proper time for a handshake would be if you are greeting someone, being introduced to someone, introducing yourself or are leaving. And by all means, please shake like you mean business.
I cannot stand it when I get a wimpy limpy finger shake. What the heck is that? My dog shakes better than that. I do not want a wussy paw shake. The proper way to shake hands is webs touching. The web is the area between your thumb and forefinger. Your hand should be extended firmly, palm facing in, thumb pointed up, and then once hands are joined, squeeze for approximately three seconds.
Don’t try to overpower the person and jam rings into the sides of fingers to show who is in control. No one likes that. However a woman who can give a firm handshake will sometimes surprise our male counterparts. Too many woman either don’t shake or do the wimpy limpy.
Sweaty hands? Ick. Please wipe them off first. Use your socks if you have nothing else appropriate to wipe them on. Also while one may find it sweet to shake with two hands, it’s a little too personal for those whom you’ve just met. It’s more endearing than professional. It’s also protocol to stand when shaking. It’s disrespectful to remain seated.
To recap – male or female should shake with a firm, full hand web to web handshake. Shake when greeting, being introduced or leaving. Stand up. No wimpy limpy. You’re a business professional, not a canine. No high fives and no pounding. Deal?
Great. Now let’s shake on that.
About the Author: Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles. She enjoys helping others start and maintain a candle business. You can find Laurie at http://la.Scentsy.us or http://www.ThrivingCandleBusiness.com
Bribing People to Join Your Team
“Join my team and get a free xyz!”
Lately many desperate direct sellers are attempting to bribe recruits into joining their team. “Psst – over here. I’ll give you this if you join my team. Hey! Hey! Over here, I’m offering this, my offer is better than her offer.”
I don’t understand why some would lower themselves to increase team members. Whenever I see “Psst, over here honey, join my team” all I can think of is a line of prostitutes standing on the street corner, with Johns passing by, ogling at the goods, looking for the best offer.”
Too callous for you? So try this one on. Little Suzy is throwing a temper tantrum in the store and mommy says, “If you stop screaming, I’ll give you a new dolly.” Little Suzy stops screaming and gets her dolly. Mommy may be out $30 but so what, she manipulated the result she wanted. Who really won here? Right – Suzy did.
Consultants who feel they need to give away the milk for free rarely receive a return on their investment. Sure they get recruits. Sure they have the numbers to meet their qualification – short term. But are they truly recruiting team members who are joining because they believe in the product and want to work the business? Or are they getting people who mostly just want to see how much stuff they can get for little money?
Since my daughters were old enough to have money, I’ve taught them the importance of understanding they do not need to buy their friends and to be weary of friends who use them for their money and their generosity. Yet these consultants who offer to give xyz for those who join their team don’t seem to see that they’re being used.
Who the heck wants friends (or team members) who are only in it for the extra freebies? Personally, I’d be embarrassed to be advertising, “Join my team and receive a free xyz.” Many people read that as “Join my team because I’m desperate and have to bribe people to join and I like to be used for my free stuff and don’t really worry about having quality team members who want to be here.”
If you are currently doing this to recruit new team members, then perhaps you should take a hard look at your opportunity. If you don’t honestly believe that your business opportunity or your starter kit is a good value, then it may be time to retire.
About the Author: Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles. She enjoys helping others start and maintain a candle business. You can find Laurie at http://la.Scentsy.us or http://www.ThrivingCandleBusiness.com
Are Vendor Events Worthwhile?
Vendor events are called many things – craft shows, expos, farmer’s markets, flea markets, festivals, bazaars or fairs. Some are one day events and others can last as long as one week. Some are as affordable to enter as $25 per booth while others can cost hundreds of dollars or more. How do you determine if it is worthwhile to participate?
Do the math and make sure you calculate all expenses, including your time. Also consider the cost of goods sold. A common question is “How much inventory should I bring?” Bring as much as you can afford without going into debt over it. Many experienced direct sellers would not do a vendor event without a large supply of cash and carry. People want it NOW; they don’t want to place orders; they won’t give money to a stranger in hopes that they’ll get the product in a few weeks; they don’t want to fill out any contact sheet – they just want to buy the goods and go. They’ll buy whatever you have – impulse purchases.
Some people set up a small display, without much on-hand inventory and choose to do events in hopes of future sales. That’s too much of a business gamble and far too much of an investment of non-income producing time in hopes of orders later.
Below are some factors to consider when calculating return on investments before deciding to do a vendor event or not.
Based on a 25% commission rate, if the booth fee is $50 you’d need to sell at least $200 just to break even on cost of goods sold – and that does not account for your valuable time, investment in business cards, samples, catalogs, and any display pieces (tables, table cloth, racks, cases, signage, etc.)
If you sold $500 at the show then you’d only profit $125 (assuming you’re at the 25% rate and did not invest any other monies) Figure between product preparations, pack up, travel, set up, time working the booth, tear down and return travel, you had 12 hours invested. That’s earning just a little over $10/hr, yet you still have to deduct taxes from that rate.
That said – if you had on-hand inventory and sold $500 product at the event, you’d make about the same amount of money you’d make at McDonalds.
Take the same above example, only this time figure what you would make if you sold $200 worth of inventory. You’d be working for free and the event would have cost you money. Now figure this example without the inventory or without the sales? Pretty glum picture, isn’t it?
That is not to say that vendor events are never worthwhile. Sometimes they can be very profitable and a great way to advertise to the masses. It is just vital that you do the math first and actually calculate your incomes to expense ratio.
About the Author: Laurie Ayers is a WAHM from Michigan. She started her first home business in 1988. As a single parent, Laurie has supported her family by working at home. She is currently a Superstar Director with Scentsy Wickless Candles. You can find Laurie at http://la.scentsy.us or http://www.ThrivingCandleBusiness.com
Multiple Business Cards
How many business cards do you have? I’m not referring to quantity of card stock but rather number of different types of business cards? Or do you have a one-size-fits-all generic card?
Consider a pair of pants. You could get a one-size-fits-all pair of stretchy black pants. You could wear them to work, to the gym and to the night club. It could work. Or would you rather have a well fitted navy trouser for work; grey shorts for the gym; and a pair of skinny jeans for the club? The latter would likely be more suitable for those particular events; would you concur?
So then why do so many direct sellers have a one-size-fits-all business card? And then typically it only contains the vitals – Consultant name, Company identity, phone number, web site, email and possibly mailing address. Yet many of these direct sales companies are three-pronged: buy products, host a party or become a consultant, right?
It would greatly benefit you to have three separate business cards – each focusing on a different aspect of the business. Your “Buy” business cards could focus on the number of candle scents available or special offers. Create a “Host” business card which highlights the hostess benefits for those who open up their homes to their friends for a demonstration. Lastly develop “Join” business cards which alert the recipient to reasons why owning her own candle business may be just what she’s been looking for.
But what if you don’t know what the person is interested in? Then why bother to give someone your business card if you don’t have the slightest idea if she is looking to purchase a gift, earn free product or start a business. Prospecting takes a two-way conversation, a dialogue.
Another reason to have multiple business cards is to target markets. If you decide to do a sample mailing to home day care providers, you may want to encourage the ease of working from their home (because you already know they are home and may need additional income). Likewise, attach your “Host” card to the receipt or thank you notice on customer orders. You already know they’re interested in the product, most hostesses will be previous customers.
Sure you could wear your black stretchy pants (or use one generic business card). However if you’re Running Your Business Like A Business (RYBLAB) then it’s more appropriate to target your marketing collateral with multiple business cards.
About the Author: Laurie Ayers is a WAHM from Michigan and a Superstar Director with Scentsy Wickless Candles. She enjoys helping others start and maintain a candle business. You can find Laurie at http://la.Scentsy.us or http://www.ThrivingCandleBusiness.com
Home Business Jigsaw Puzzle Connection
I love doing jigsaw puzzles. Time seems to stand still when I am buried in 1,000 puzzle pieces. I have an interesting one that I am currently putting together. It’s a Springbrok – my favorite brand. However, the puzzle inside does not appear to be what the box shows it to be. So I’m going at it blindly, not sure what the outcome will be.
As I was working on the puzzle last night I was thinking about all the similarities between putting the pieces together and owning your own home based business.
Problem solving – I know that I need a black flat piece with an innie on the left and an outtie on the right. Now all I have to do it find that piece. I have to actively look for it. Also whether I’m working on my Scentsy website or overcoming prospect objections, I have to actively look for exactly what I need.
Perseverance – Just one more piece; I just need to find the one with the pink tip, and then I can stop. How many times, as home business owners do we find ourselves working on something but we stop before we complete the task? We need to keep on keeping on until we find that one piece we are looking for.
Sharpen the saw – Ever look into a pile of puzzle pieces, pick one up and set it exactly where it belongs, almost instantly? I have. It’s a very satisfying feeling to accomplish that. Working on jigsaw puzzles sharpens your hand eye coordination that can be used in many areas of your business. Continue reading
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